1).You are NOT selling your product but doing your competitor a favor by talking on your dime about HIS or HER product instead. You are giving your competitor another sales call when they are not even there. Learn how to sell what you have. What you have is NOT that your competitor isn’t good or his or her product is not good. The prospect considers the competitor competitive. You are telling the prospect that you think the prospect is stupid thinking that. He may tune out your product and you completely.

2).Your objective for your sales call should be not only another appointment with the prospect but also to talk about your product in such a way as to make it the product that does something that you perceive the other products do NOT do. If you let your competitors come in after you and say me too to your product presentation then you have WASTED your sales call and accomplished nothing.

3).This then presupposes that you know your competition. You should be certified on your competitor’s product and NEVER mention it. Get the prospect to say that they want that which your competitor does NOT have. That is selling YOUR PRODUCT.

4).You have nothing better to do than to whine about your competitor and TRY to put their company or product down? Think about the Coca-Cola ad where Coke’s competitor shows their cola and Coca-Cola and tells you their cola is better. They have advertised Coca-Cola for God’s sake.

5).If you do not know how to sell you should take the classes at UGA. You can NEVER recruit without having a complete understanding of selling techniques. Negative Selling is NOT a precept of sales. DO NOT negative sell.

Study your competitor and talk about your product by ONLY talking about what your product will do for the prospect that the competitor’s product will NOT do but just don’t name the competitor. If you have surround 360 degree bird’s eye camera then demonstrate your car showing ONLY that. Have the prospect tell you he will NOT buy a car without it. That is easy to do. You are selling your product not negative selling against your competitor and recruiting is selling.

Published by UGA Thomas Brown

Thank you Kirby for the talent on this team as Mark Richt certainly was not near # 2 this year 2019 and # 1 last year 2018 and # 3 the year before last 2017 in recruiting composite 247sports.com rankings. If we can do a little better passing offense than # 69 in 2018 season we would be right where we all want to be.
View all posts by UGA Thomas Brown

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Bulldawg Illustrated is a celebration of Georgia football in its unrivaled lifestyle … in-depth unique analysis, fanfare lifestyle features, recruiting, tailgate recipes, fan Q&As, historical flashbacks and statistics as well as dozens and dozens of photos